外貿(mào)人一定要出國(guó)拜訪客戶(hù)!(附拜訪要點(diǎn))

1、.跟國(guó)內(nèi)一樣，國(guó)外也很注重關(guān)系網(wǎng)，他們也喜歡禮尚往來(lái)，尤其是見(jiàn)面后的那種友誼，很容易會(huì)使得他們優(yōu)先選擇你作為長(zhǎng)期合作供應(yīng)商。下面就和阿連一起看看如何拜訪客戶(hù)，更好建立信任關(guān)系。It's the same for domestic and foreign country to care much about the relation net.They also like courtesy demands reciprocity, especially the friendship after meeting,because it's easy for them to choose

2、 you as their long-term supplier. So let meshow you how to visit customers and build relation better.為什么要去拜訪客戶(hù)Why we visit customers?這里的客戶(hù)包含合作客戶(hù)和未合作客戶(hù)。Customers consist of cooperative customers and uncooperative customers.1. 客戶(hù)選擇適合自己的工廠難It's hard for customers to select the suitable factories.因?yàn)?/p>

3、中國(guó)工廠太多， 競(jìng)爭(zhēng)激烈， 客戶(hù)很難選擇適合自己的工廠， 也很難讓客戶(hù)了解公司最真實(shí)的情況。The competition in China is harsh for there are so many factories. And it's not onlyfor customers to select the suitable factories but also hard for them to know clearlyabout the actual situation of companies.2. 客戶(hù)選擇適合自己市場(chǎng)的產(chǎn)品難.It's hard for custo

4、mers to choose the right products for their market.產(chǎn)品太多，琳瑯滿目，客戶(hù)沒(méi)法區(qū)分產(chǎn)品，不知道如何選擇產(chǎn)品。There are so many different products that customers cannot distinguish theproducts as well as how to select the products.3. 對(duì)中國(guó)質(zhì)量沒(méi)有信心They have no confidence in the quality of Chinese products.通過(guò)電話， 郵件或者網(wǎng)站，客戶(hù)沒(méi)有辦法觸摸到產(chǎn)品，對(duì)產(chǎn)品

5、的質(zhì)量有很大懷疑，如果是新成立的中國(guó)公司又沒(méi)有知名度或一定的口碑，客戶(hù)對(duì)質(zhì)量不放心。Customers can't touch the products through phones, emails or websites, so theysuspect about the quality of products. If your company is new established or has nopopularity or certain word of mouth, they are no assured about the quality.4. 合作談判周期太長(zhǎng)The tim

6、e spending on negotiation and cooperation is too long.客戶(hù)經(jīng)常在放假，也經(jīng)常不回郵件，從發(fā)郵件到下樣品訂單也許就半年了，之后也沒(méi)什么音訊了。Customers usually are on vacation and don't reply the emails. So it may takes halfyear, even disappearing, from sending emails to give order of samples.5. 研發(fā)和設(shè)計(jì)不知道市場(chǎng)的方向是什么，憑空造新產(chǎn)品，心里沒(méi)底.R & D and d

7、esigning department people don't know clearly about the direction of the market, so they design and introduce new products unreasonably.什么樣的產(chǎn)品是好產(chǎn)品，這個(gè)是市場(chǎng)說(shuō)了算，市場(chǎng)是檢驗(yàn)的唯一標(biāo)準(zhǔn)。What kinds of products are good products? It's up to the market, so market is theonly standard to examine.6. 建立友好的長(zhǎng)期合作貿(mào)易伙伴關(guān)系E

8、stablish friendly and long-term relationship of cooperation partner.和中國(guó)一樣，國(guó)外很注重關(guān)系網(wǎng)，他們也喜歡禮尚往來(lái)，尤其是見(jiàn)面后的那種友誼，很容易會(huì)使得他們優(yōu)先選擇你作為長(zhǎng)期合作供應(yīng)商。Foreign countries care much about the relation net like China and they like courtesydemands reciprocity, especially the friendship after meeting, which it's easy tomake

9、 them select as their long-term supplier.7. 合作客戶(hù)的客訴，經(jīng)常很難通過(guò)郵件或者電話表達(dá)清楚Customers complain that it's hard to make them be understood clearly through email or phones.客戶(hù)當(dāng)面會(huì)和你講的非常清楚，包括與你合作中出現(xiàn)過(guò)的所有問(wèn)題，并且現(xiàn)場(chǎng)可以給你看實(shí)物。反饋也會(huì)更直接、更有效。Customers would tell you the information clearly face to face, which include all

10、theproblems may appear in cooperation, and they can show you the materials at spot.Additionally, the feedback is more direct and effective.8. 加快新產(chǎn)品的推廣速度或者降低新產(chǎn)品的風(fēng)險(xiǎn)，快速收到市場(chǎng)反饋Accelerate the speed of popularizing new products, reduce the risk of new products and attain the market feedbacks quickly.很多時(shí)候我們

11、研發(fā)一款新產(chǎn)品，需要發(fā)樣品給國(guó)外客戶(hù)，看他們是否有什么建議，需要改進(jìn)或者什么的，但客戶(hù)很久都不回。最后不得不開(kāi)模，最后小批量出貨，客戶(hù)說(shuō)產(chǎn)品需要改什么什么，但那個(gè)時(shí)候模具已經(jīng)沒(méi)辦法改動(dòng)了。When we develop a new product, we need to send the sample to foreign customersto find out whether they have any suggestion or anything need to improve orsomething else. But customers usually take a long tim

12、e to reply. Finally, we have toopen mold and produce small amount of products. Then customers would demandto change something, but at that time, we have no way to change them.拜訪客戶(hù)的要點(diǎn)The key points of visiting customers1. 更直觀地把公司的優(yōu)勢(shì)、實(shí)力展示給客戶(hù)Show the strength and abilities of company to customers more

13、directly建議用 PPT 的形式約到客戶(hù)的高層進(jìn)行meeting。It's recommended to have meetings by using PPT with senior customer.2.選出適合客戶(hù)市場(chǎng)的TOP10-20款產(chǎn)品 + 新產(chǎn)品.Select the TOP10-20 products and new products which suit the market ofcustomers.把產(chǎn)品的賣(mài)點(diǎn)提煉出來(lái)，把準(zhǔn)確的信息傳達(dá)給客戶(hù)，并且現(xiàn)場(chǎng)演示， 讓他知道這款產(chǎn)品好在哪里，為什么你要選這款產(chǎn)品。Refine the selling points of

14、 products, and send the accurate information tocustomers as well as display at spot to let them know the strengths of the productsand why you choose the products.3. 樹(shù)立客戶(hù)對(duì)我們公司品質(zhì)的信心Build customers' confidence of products of our company1 ）提供一些證書(shū)證明provide some certificates2 ）提供公司的實(shí)驗(yàn)室測(cè)試報(bào)告offer the la

15、boratory test report3 ）在 PPT 里面展示公司嚴(yán)格的品質(zhì)系統(tǒng)show the strict quality system of company in PPT4 ）其他客戶(hù)對(duì)產(chǎn)品的好評(píng)，收集多一些，可以作為說(shuō)服資料Collect more good comments from other customers as the proof5 ）樣品的質(zhì)量一定要很完美，這是對(duì)你們品質(zhì)最直接的檢驗(yàn)。The quality of samples must be perfect for it's the most direct examination of yourqualit

16、y.4. 把合作周期縮短到最短Shorten the cooperation time at most.如果你帶有足夠多的樣品，客戶(hù)表現(xiàn)出有興趣的產(chǎn)品，你可以留一個(gè)樣品在他公司。If you have enough products and customers have interest in some of them, you canleave one sample to their company.5. 精準(zhǔn)定位新產(chǎn)品的研發(fā)方向Position the development direction of new products precisely.找到市場(chǎng)上熱賣(mài)的產(chǎn)品（包括客戶(hù)網(wǎng)站上面的b

17、est seller）+ 公司近期想要研發(fā)的產(chǎn)品，或者設(shè)計(jì)師設(shè)計(jì)好的一些產(chǎn)品直接給客戶(hù)看，他會(huì)告訴你他的觀點(diǎn)，喜歡還是不喜歡或者有什么建議。Find out the popular products in market which consist of the best seller oncustomers' websites and the products they want to develop recently. Or showcustomers directly the products has been designed by designers, and tell the

18、n youropinion that you like them or not or any suggestion.6.邀請(qǐng)客戶(hù)來(lái)拜訪工廠Invite customers to visit your factory.關(guān)系好的客戶(hù)以后會(huì)更愿意和你交流，最重要的是你面談時(shí)候的專(zhuān)業(yè)度，讓客戶(hù)佩服你， 以后合作，你的主動(dòng)權(quán)會(huì)多很多。The well-relation customers are more willing to communicate with you. And themost important thing is that customers would admire your profession, so you willhave more initiative of later cooperation.7. 讓合作客戶(hù)幫助你們公司提高自己Let c